These financial professionals all have
a vested interest in being able to provide their clients with the means to
attain a commercial mortgage when
necessary, so you simply need to
demonstrate that you can help them to
do so. This can be as simple as regular
calls or e-mails letting sources know
about deals you’ve closed and reminding them that you can make yourself
available to their clients.

Industry knowledge

In order to approach the commercial
mortgage industry with common sense,
it’s important to learn everything you
can about the various niches within it.

Whether you’re planning on specializingin a certain type of commercial mort-gage or closing various kinds of deals,you need to educate yourself. Learningabout the commercial mortgage industrywill benefit not only you, but also thelenders and borrowers with whom youdo business.

Take the time to read industry pub-lications and blogs to learn about thelatest trends and regulations in thecommercial mortgage business. Joinforums, both online and in person, todiscuss best practices and strategy withother professionals. Talk to the lendersyou would most like to do businesswith and ask them if they provide re-sources for mortgage brokers lookingto learn more about their products andthe industry at large. These will all bevaluable resources for brokers interest-ed in learning all that they can aboutthe commercial mortgage business.

Time management

Learning how to properly utilize your
time throughout each work day might
not seem like the most important part
of succeeding as a commercial mortgage broker, but it’s a crucial skill to
develop. You need to value your time,
your borrowers’ time and your lenders’
time in order to take advantage of the
opportunities each day presents.

Simply giving yourself a schedule
every day is a great start for managing
your time wisely. Set aside portions
of your days for returning phone calls
and e-mails, reviewing new and current
loan scenarios, sending out some form
of marketing via social media or e-mail,
and contacting potential borrowers
and referral sources.

You’ll want to leave yourself with
some free time for the unexpected.

Adopting a basic plan for your workdays, however, is an excellent way to
ensure that you’re being as productive
as possible.

n n n

Advancing in your career as a commercial mortgage broker requires discipline, focus and drive. You must be able
to prove to lenders and borrowers that
you have honesty, integrity and a comprehensive knowledge of the industry.

You also need to market your skills
appropriately — and with your audience in mind — while making sure you
manage your time properly each day
to ensure the maximum amount of efficiency. With hard work and common
sense, you can develop the necessary
skills to sell your services, close more
loans and earn additional income. n

“Advancing in your career as a commercialmortgage broker requires discipline,focus and drive.”